Pre Sales

[Sep2013]

Hi Everyone,

i have joined a consultancy firm where I would need to work in pre sales as well. Any suggestions or info regarding that will be much appreciated.

[MFGF]

Hi,

It is difficult for someone to be both a pre-sales and post-sales consultant successfully. Post-sales consultancy is geared around best-practice implementations and often engages with highly technical IT staff at the client site. This involves a very detailed and deep technical knowledge on the part of the consultant. Pre-sales is completely different - it involves talking to (often) C-level people and understanding their business pains, then translating those into practical benefits you can discuss and demonstrate using your industry knowledge and business skills, in terms easily understandable by a non-technical audience. Yes, it involves building demos and POCs, but these are often focussed on answering a key issue, and are a million miles away from a robust best-practice implementation such as you would build as a post-sales consultant. One of the key "sins" of a pre-sales consultant is getting too technical or getting into too much detail on the intricacies of a solution.

Good luck!!

MF.